P is for Pain, C is for Consistency

I finished the workout, diet and weight-loss program Body for Life in mid-December. Then, due to travel and a few unfortunate events, I had to take a few weeks off from working out. While I mostly followed the eating portion of the program, all of my designs to re-start another round the first of the year ... well, let's just say they didn't go as planned.

So I finally got my ducks in a row and started again yesterday. The program includes weight-lifting, and one is meant to do five sets of each exercise. After three sets, I was already feeling "discomfort" and this morning I'm fully in the midst of "delayed onset muscle soreness." I used to be able to do all five sets, quickly, efficiently, and without any real discomfort. Even upping the ante every week throughout the program did not yield the same amount of soreness that I have today.

What do my workouts have to do with your business? Actually, quite a bit. Had I consistently continued my workouts, I would be able to do them as before without the pain. Due to the break, I'm going through the initial pain that comes with starting again. As anyone who's started an exercise program knows, there's a period of time that one must go through that's not really enjoyable to get to the part where it's enjoyable.

The same is true with your business: if you start marketing your services, do it for awhile, then stop or scale way back, you lose most or all of the progress you've made, and then you must endure the pain of starting again. It's far better to stay in the game once you've started playing.

 

I hear my clients expressing the pain of not doing critical-inch activities consistently. Once we put a structure in place that includes those activities, they enjoy the benefits of those efforts, and so can you. Very simply, identify those activities that create the results you want and calendar them, in advance. Make sure those appointments are non-negotiable. This means you won't allow other distractions to get in the way of your progress, and you will make positive progress toward your goals and ideal outcomes.

F is for (Happy) Father's (Day)

Happy Father's Day, Byron! You're the best bonus dad Lexi and I could have ever asked for, if we knew everything to ask for ... you're all of that and so much more. We're lucky to have you and we love you very much.

R is for Read

Spending time to put thoughts, ideas and information into your mind leads to lots of good: good thoughts, good ideas and having good information. If you find yourself needing something great to read, here are two lists of my top picks:

My favorite 2010 reads so far:
Linchpin by Seth Godin
Outliers by Malcolm Gladwell
Oh Shift! by Jennifer Powers
Sway! The Irresistible Pull of Irrational Behavior by Ori & Rom Brafman
Dig Your Well Before You're Thirsty by Harvey Mackay


When you finish those, read these (as often as possible):
Go for No! by Richard Fenton & Andrea Waltz
Awaken the Giant Within by Tony Robbins
Think & Grow Rich by Napoleon Hill


With the iPad and Kindle, you can have all of these books at your fingertips. Happy Reading!

V is for Value

Everyone loves a bargain and a deal (a.k.a. "value"). Are you offering either or both in your business? If not, it might be time to evaluate where you can offer "extras" to your clients.

In a recent discussion with a colleague, we were discussing how much "fee free time" we give to our clients. This discussion was brought on because he mentioned someone, and I asked if I should get to know that person. He shared that when he reached out "outside of the contractual guidelines," the service provider noted that he wasn't being charged so the conversation would have to wait.

Regardless of global economic conditions, you absolutely must give more than you promise, even if its "just" a small gift, or five minutes, or a referral. Lots of service providers I know provide free consultations, fail to bill for every moment spent on a case and reduce the invoice ... because they can. So can you!

When possible, charge a reasonable flat fee and include all services in that fee. Give extra time. Ask what other needs and desires your clients have and do what you can to fulfill them. The value you're providing will contribute to your brand, reputation and ultimately, your bottom line.

F is for Follow-up

How much is too much? How often is too often? How many calls until you quit? I hear these questions and more all the time.

Coach Honoree's Business Rule #1: Make it easy for people to do business with you. To me, that means make sure you are top of mind when they need you. Two weeks too early or two hours too late just doesn't work!

Try these guidelines:

• Be in touch 7 times in the first 60 days after you meet someone. This includes the initial meeting, the follow-up note, any meetings (breakfast, lunch, coffee, drinks), emails, brochures or other mailings, etc. By the 60-day mark, you'll know if the relationship has potential.
• Be sure to pay attention to what you're getting, or not getting, from your new relationship. If they don't return your call or e-mail in a reasonable amount of time (2-5 business days, depending on urgency level), feel free to reach out again. Then space out your subsequent follow-ups to stay on their radar but not be overwhelming. You might wait a week, then another week, then two weeks, another two weeks, then monthly. If you're not getting a response, go ahead and follow-up monthly or at least every 6 weeks. They could be busy and yet still wanting to connect with you. I see this all the time and I hear about it all the time from my clients.
• Follow-up in ways that don't require a yes, a conversation or even a response! You can be top of mind by sending emails, post-cards, notes, writing a blog, or just leaving a message in the wee hours of the morning when no-one (sane) is in the office. Differentiate yourself by being consistent and creative.

In short, follow up until. Until they say yes, say "no means never," or you attend their funeral.

Remember, the smarter you work, the luckier you'll get.

To your success!

P is for Pay

A friend of mine called regarding an awkward situation she encountered, and I'm pretty sure you've encountered it at some point in your life or career also.

She was invited to a luncheon that included an introduction by a peer to their boss. When the check came, it sat uncomfortably on the table for what seemed like an eternity. The "inviter" made no move to suggest they were going to pay. My friend, being schooled in proper etiquette, was under the assumption that the person who invited her would be picking up the check. However, since it had been sitting there, she thought perhaps she might be expected to pay, and she offered to pay. The check was then picked up by the boss, not even the person who arranged the lunch!

Here are some guidelines for taking the awkward out of this situation:

• If you invite someone to lunch, coffee or drinks, you are expected to pay. If the event is not hosted, make sure that's clear while you're doing the inviting.
• They may offer to pay. This is because they are polite. Pay anyway. Insist on paying anyway. Tell them they can invite you next time and they can pay (be sure to offer to pay then, too, because you're also polite).
• The Business Etiquette lady has some things to say on the subject. Click here for her take.

Tip: arrive before they do and hand your credit card to your server. You'll be signing the check by the time they realize its arrived, and they will admire your stealth!

To Your Success!

A is for Attitude

If I had to choose one key component for achieving the highest possible levels of success for an individual, its attitude all the way. Having a rock-solid fantastic attitude is not just necessary, it's crucial. Long before anyone knows whether you’ve got the steak (skills), they feel your sizzle – or lack of it!

As you’re navigating the daily challenges of maximizing your time, handling personnel issues, finalizing and delivering proposals, counting inventory, and closing the deal, its easy to lose hold of your outlook, feel overwhelmed and become frustrated. Here are some of the most effective ways to approach getting – and keeping – an attitude that’s going to help make your road to the top just this side of painless.

Learn from everything. The questions we ask ourselves can make or break us. When challenges hit – and they do – one power question to pose right away is: “What is the lesson for me in this situation?” Have you noticed when you don’t learn your lesson the first time, you end up the same or similar (and many times more painful) situation again? By asking that question, you can drill down what you’re supposed to learn from the situation to avoid repeating it in the future.

The second part of this learning process is putting systems in place so the lesson will automatically not repeat itself. The next question is, “What are ten ways I can make sure this never happens again?” This list is a brain-storming session that enables you to learn from the fresh wound and avoid future ones.

Example – You get in your car on the way to a client. You’re scheduled to be just on time if you leave now. As you turn the ignition, you notice the “low fuel” light is on. Rats! Now you have to take at least five minutes to gas up, leaving the possibility wide-open you will be late. I used to experience this quite a bit. Now I have my car gassed up at least once a week, and more often if I notice the gauge falls below the half-tank marker. That way, I never have to stop when I should be on my way.

Spend time identifying and addressing your “gaps” will allow you to safeguard yourself and prevent future hardship.

This too shall pass. Remember it feels the worst when you’re in the midst of the crisis. It is easy to lose perspective and give up hope. This is the best time to stay steadfast in your conviction. Keep your vision, goals and dreams vividly in your mind. Life consists of seasons, as do situations. There will come a day when the awful problem you’re having now will be a distant memory. Prepare to triumph over this situation now by remembering “this too shall pass.”

No retreat, no surrender! This is a critical mindset to adopt – preferably now when you’re not facing a crisis. Do not back down from adversity! You have it in you to face and overcome anything that comes your way. If you’re not entirely convinced this is true, think back to other times when you thought the world was coming to an end. If you’re reading this, you’re still here!

Evaluate how you will choose to move forward, keeping in mind that one super-effective choice available to you includes “bend but don’t break.” Think of trees in a storm – they gracefully accommodate natural forces while still staying strongly anchored by their foundation. Think of yourself as a tree in the face of your storms and sway in the face of difficulty while not giving in.

Half-full or half-empty? Most people possess a dual thought process: “I’m awesome” … “Maybe not so much.” There’s a tennis match that goes on in their head, an argument of will that in one moment serves them in their quest to move forward … and the next takes the wind out of their sails. Seeing the glass as half-full really isn’t the Pollyanna approach, it’s the approach that allows you to retain hope. Hope is the single most named factor when people are polled about how they survived and even thrived in the face of adversity. Keep hope alive and you’re keeping your dreams alive – and increasing your chances of goal achievement!

If its to be, its up to me. The only person who can make “it” (your vision and goals) happen is you. The only thing or person standing in the way of your success is you. By adopting this attitude, you set in motion invisible forces that will come to your aid. You also raise your vibration – and you will attract to you what you need to achieve your every desire. Staying in “possibility thinking” will keep you focused on how you can accomplish your goals. If you’re going to argue for something, argue for how you can make it happen, instead of arguing about how it just not going to happen.

Remember, you are the CEO of your life. With a jaw set with determination, a few upward shifts in your attitude and a desire to remain steadfast to the end almost guarantees your success. Go for it!